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Selling the Way Your Customer Buys


Effective client reading requires careful observation and listening skills

At the core of an effective sales relationship is the ability to act as a consultant who solves problems. Whether you spend six months or six minutes with someone, today's buyers expect you to show you care, to pay attention to their unique needs and to help them to buy rather than leaving them feel like they were sold. Big difference. As product differentiation becomes more difficult, what people base their decision on is the added value of the relationship and the service during and after the buying experience. By adopting this attitude and putting it into your selling style, you'll have customers coming back and referring others to you.


Among the key points are:

  • 4 behavioral styles of buying;
  • The 3 main language patterns of visual, auditory and kinesthetic;
  • Pacing and attending to the language pattern you detect;
  • How to position benefits instead of features when handling objections; and
  • How to actively listen.

  • Assessment

    A short assessment will determine your understanding of the points covered.

    course quick facts
    course code DED520-B
    cost $49.00
    estimated time to
    complete course
    5 Hours
    course materials
    5 Days

    Patricia Weber combines education and 22 years of practical sales and management experience to deliver meaningful results in any presentation mode. She is a trainer, coach, certified teleclass leader and published author. Ms. Weber has published dozens of articles in an assortment of professional and industry journals, and she produces an online newsletter with tips for selling and customer service. Her energetic, positive approach fuels the ideas, insights and strategies you will hear and learn about.